Federico Merendi

Federico Merendi asked for an overview of the used car market, focusing on the impact of the subprime market and the performance of the value auto segment. He also questioned the regulatory environment in the UK concerning EVs and the role of Chinese brands.

Answer

Bryan DeBoer, President and CEO, highlighted significant opportunities in the value auto segment, noting that lower-priced vehicles are typically financed by higher credit quality customers. He stated that 74% of used car sourcing came directly from consumers and that value auto margins were nearly 16%, with an annual cash-on-cash return of 130%. Regarding the UK, DeBoer reiterated that Chinese brands are gaining market share through ICE vehicles, not electrified ones, and that EV penetration in the UK has plateaued around 55%.

Federico Merendi asked for an overview of the used car market, particularly how turmoil in the subprime market might impact it, and the ramifications for Lithia's credit portfolio, acknowledging Lithia's higher credit quality. He also questioned the outlook for the UK's EV regulatory environment over the next 18 months.

Answer

Bryan DeBoer, President and CEO, clarified that Lithia sees significant opportunity in the value auto segment, driven by higher credit quality customers who often pay cash or finance at high loan-to-value ratios due to vehicle scarcity and reconditioning costs. He noted 74% of used car sourcing came directly from consumers, the highest all year, and highlighted strong margins (16%) and high annual returns (130% cash on cash) on value autos. For the UK, DeBoer stated that growth in Chinese brands is primarily from ICE and plug-in vehicles, not electrified, and that EV sales have plateaued at 55% penetration. He observed that current UK EV pricing makes them uncompetitive in North America and anticipates further quotas on electrified vehicles from the Labour Party.

Federico Merendi from Bank of America inquired about the path to achieving the long-term 55% SG&A target, asking how much larger the company needs to be. He also requested an update on omnichannel initiatives and their performance relative to competitors.

Answer

President & CEO Bryan DeBoer outlined a multi-year path to the SG&A target, driven by productivity gains from technology rather than just scale, focusing on support staff in sales and service. On omnichannel, he reported that over 25.5% of vehicles were sold via omnichannel sources, with the Driveway channel attracting over 97% new customers to the ecosystem.

Federico Merendi asked about GM's partnership with Hyundai for new vehicle development in South America, inquiring if this signifies a strategy to compete with Chinese OEMs globally and re-engage in international markets. He also asked about the working assumptions for 2026 tariffs for Mexico and Canada.

Answer

Mary Barra, GM's Chair and CEO, confirmed strong existing international businesses (Middle East, South America) and explained the Hyundai partnership focuses on non-consumer-facing aspects to save R&D and capital, making vehicles more competitive. She stated that current assumptions for 2026 tariffs for Mexico and Canada reflect the existing 25% and 35% rates, with no changes built in, as government conversations are ongoing.

Federico Merendi asked about GM's partnership with Hyundai for new vehicle development in South America, questioning if this signifies a strategy to compete globally with Chinese OEMs and re-engage in international markets. He also inquired about the working assumptions for 2026 tariffs for Mexico and Canada.

Answer

Mary Barra, GM's Chair and CEO, affirmed GM's strong existing international business, citing progress in the Middle East and South America. She explained the Hyundai partnership as a way to achieve R&D and capital savings on non-consumer-facing aspects, making vehicles more competitive as part of a broad strategy. Regarding 2026 tariffs for Mexico and Canada, Ms. Barra stated that current tariffs are 25% and 35%, with ongoing government conversations, but no changes are built into GM's assumptions, and they are monitoring the situation.

Federico Merendi from Bank of America questioned the drivers behind the significant step-up in free cash flow expected in the second half of the year, given flat EBITDA. He also asked about the long-term impact on capex and cash generation from potential customer reshoring to the U.S.

Answer

EVP & CFO Christopher May explained the H2 free cash flow increase is primarily driven by working capital seasonality, with a large inflow typical in Q4 due to production ramp-downs and inventory management. He added that the combined scale with Dolly will provide a larger footprint to leverage for customer production shifts, requiring less capital intensity and supporting strong future cash flow generation.

Federico Merendi of Bank of America asked for the drivers of the expected increase in free cash flow in the second half of the year and questioned the long-term impact on capex from potential customer reshoring to the U.S.

Answer

CFO Christopher May attributed the second-half free cash flow step-up primarily to seasonal working capital improvements, particularly in Q4. He added that the Dallee combination provides greater scale and footprint flexibility, which should help mitigate the need for significant new capital to support customer production shifts.

Federico Merendi of Bank of America requested a bridge for liquidity from current levels to year-end and comments on 2026 liquidity challenges, including debt repayment and the Wells Fargo liability. He also asked how the fleet mix change that improved DPU affects RPD.

Answer

EVP & CFO Scott Haralson stated that Hertz expects to be cash flow positive in the second half of the year and end with a sizable liquidity balance, providing flexibility for 2026 obligations. EVP & CCO Sandeep Dube explained that while shifting to smaller vehicles to match customer booking behavior can lower RPD, it is a better decision for overall profitability (EBITDA), which the company is prioritizing.

Federico Merendi inquired about how Ford balances its EV capital investments across different global regions with varying regulations. He also asked about the expected customer reaction to Ford re-contenting vehicles by making previously standard features optional to mitigate tariff costs.

Answer

CEO James Farley outlined a region-specific EV strategy, focusing on small commuter and commercial EVs in the U.S. while relying on global partnerships for platforms that are quickly commoditizing. Regarding vehicle content, President Andrew Frick explained that decisions are based on customer data and utilization rates to balance features with cost improvements, while closely monitoring competitors.

Federico Merendi from Bank of America asked about the specific initiatives driving Asbury's strong SG&A performance and how the company plans to manage SG&A leverage if new vehicle volumes decline in the second half of the year.

Answer

SVP & CFO Michael Welch attributed the strong SG&A control to a disciplined focus on employee productivity and headcount management, noting the reported figure included $2 million in Techeon conversion costs. He explained that if volumes decline, the company's variable, commission-based cost structure provides a natural hedge, which is why management is confident in its mid-60s SG&A guidance for the year.

Federico Merendi of Bank of America inquired about the potential for OEMs to make standard features optional for model year '26 and asked for the gross profit contribution of an incremental technician.

Answer

CEO Daryl Kenningham confirmed it is highly likely that OEMs will adjust contenting and make some standard features optional to manage pricing amidst tariff impacts. He also quantified the value of a technician, stating that on average, one technician generates about $15,000 in gross profit per month for the company.

Federico Merendi inquired about the commercial vehicle environment, including the impact of reduced imports from China and potential U.S. tariffs on heavy-duty trucks. He also asked about the outlook for capital returns, specifically share buybacks, given the market uncertainty.

Answer

CEO Brady Ericson stated that the lack of a CV pre-buy is already factored into guidance and that PHINIA has no exposure to tariffs on CV products exported from China to North America. He commented that potential new tariffs on heavy-duty trucks are 'anyone's guess.' Regarding capital returns, he reiterated that the company evaluates its options quarterly, balancing M&A and buybacks, and reminded listeners of the 20% share repurchase limitation under the tax matters agreement, which is set to expire in July.

Federico Merendi from Bank of America questioned the 2025 cash burn, the path to profitability post-2026, and how the company plans to mitigate tariff risks associated with its Asian manufacturing footprint.

Answer

CFO Tom Fennimore confirmed the cash burn math was generally accurate and stated that reaching profitability in 2026 might be too soon, as it depends on getting Halo to market. He noted they are working to reduce the additional $100M capital need. Regarding tariffs, Fennimore explained the situation is fluid but the impact is currently expected to be modest. CEO Austin Russell added that TPK is Taiwanese and highlighted Luminar's global footprint (including Thailand and Mexico) provides flexibility to adapt to geopolitical and trade shifts.